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How to Survive and Thrive Selling Real Estate in the New Millennium...It used to be that real estate agents had proprietary access to the MLS. With this proprietary access, as an agent you held "secret information" which your prospects needed. If they wanted to find a home, they needed you to find it for them. If they wanted to sell a home, they needed you to put it on MLS so that other agents could find it to show to their buyers. This is no longer true. As an agent, you no longer have the only key to this secret and coveted information. The explosion of the internet and the proliferation of listings on this amazing tool has single-handedly eroded your edge in this respect within the last 700 days. That's how recently the internet has taken the world as we know it by storm and, as a consequence, changed a fundamental assumption in real estate forever. Other factors are also changing your industry. The downwards pressure on commission, the widespread consolidation of brokerages, the encroachment of lenders and insurance companies into the front end of the real estate transaction, the increasing incidence of mega-agents . . . all of these factors and more have shifted the ground beneath your feet. What are you going to do about it? I'll tell you this. As long as your "edge" is carved out of assumptions about the way this industry works -- a blind faith that you will be protected by flimsy rules and an adherence to the way things were -- you'll get swallowed up by the shifting ground.. You can't build a successful real estate business based on the old rules. The ONLY thing that you can safely hinge your future on -- the ONLY basis that will endure -- is a solid understanding of your prospects' and customers' needs. And you must understand that some of their needs will shift. They used to rely on you to get them access to the MLS. The importance of this tool is greatly diminishing. If the sole basis of your pitch to your prospects is your ability to access the MLS, guess what? You may soon be out of business. I know this is a greatly simplified example, but it's essence is solid. It is IMPERATIVE that you keep abreast of what your prospect and customer needs are because if you don't, you'll be out of business. Your job as an agent is to make it EASY for your prospects and clients to achieve their needs. Listing their home on the MLS is one means of helping them accomplish this need, but it is not a need in and of itself. If the MLS ceases to be the unique and proprietary tool it once was, you'd better get yourself versed on the internet and find more and better ways to help them achieve their base needs (i.e. to sell fast and for top dollar). You can bet your career on the following. The prospect and customer of the new millennium:
Are you prepared to meet these needs? Do you have a plan to help you survive the certain fallout in this industry? Do you have what it takes to thrive? TopAgentSecrets.com has been designed to specifically address each and every one of these issues. If you are not absolutely certain and confident about how you can make this happen for yourself in your marketplace, you should join our information sharing and referral network, now.
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